Negotiation Strategies: Creating and Maximizing Value #executive #education #negotiation


Negotiation Strategies: Creating and Maximizing Value

“Negotiation Strategies was a terrific program, particularly because we negotiate every single day in our lives. I learned about methods to find common ground in order not to negotiate myself into a gridlock.”
Program Participant Olaf Glaser, President & CEO at Champignon North America, Inc.

Faculty director Bob Bontempo discusses his application-oriented teaching approach for immediate application.

Capabilities with people whether reading a client’s concern or settling an internal conflict influence results and determine success.

Over three days, Negotiation Strategies teaches you how to get the most out of negotiations by creating a winning proposition for both sides. You also explore methods for successful conflict resolution and understand the impact of cultural differences in the negotiation process.

Most people are surprised at how much they need these skills on a day-to-day basis. People expect they will develop skills in negotiation with vendors or over salaries. What they begin to realize is that when you’re in a meeting it’s a negotiation, a marriage is a negotiation, and raising children is an extremely challenging negotiation.
Robert Bontempo, Faculty Director

For a complete program schedule download the agenda .

Negotiation vs. Persuasion Skills

Are you looking to complement your negotiation skills with expert persuasion skills? In these short videos, the program’s faculty director Bob Bontempo explains why persuasion and negotiation are different sets of behaviors but with two complementary skill sets, and a past participant explains his need for both skills in his role.

Board of Directors Member, Partner, Senior Trader, Webcor Group

“I took Negotiation Strategies not knowing the impact it would have on my professional life. It has changed the way I perceive a problem, the way I plan my arguments prior an important meeting, how to create mutual value with your counter-party which creates a long-term solid relationship, and much more. The main strength of the course was the practical cases that pushed us to interact and practice, 1-on-1 with our classmates.”

Consultant (M A), Magticom

“It was unique to discover that, while negotiating, it is crucial to create value for yourself but also value for your counterparties. In the complex global business world, value is often destroyed due to one way thinking: I take all and leave you with nothing. During the course, through the theoretical approach as well as practical case study simulations, I learned that combined value creation is beneficial for both parties.”

Product Manager, Schlumberger

“Negotiating is always part of my job, especially since I work in a cross-cultural environment. BATNA was an interesting and useful concept for me to learn. How to plan your BATNA before your negotiating sessions is absolutely key.”

AHS Business Development Manager, Modular Mining Systems

“Bob [Bontempo]’s insights about different negotiation strategies and his deep understanding of human behavior across cultural differences provides a powerful platform to understand this topic from a new, fresh perspective.”

Director EHS Product Regulatory, Ashland, Inc.

“This course is extremely valuable and directly applicable to many real-world business interactions. I highly recommend it. The best part is the ability to network and learn from world business leaders.”

Country Manager, Amba Research

“As a manager I negotiate with stakeholders every day. In the program, I learned that negotiation isn’t about winning, but about adding value for all participants involved. In my opinion, every executive should take a negotiation course.”

Fidaa Nesr

Board of Directors Member, Partner, Senior Trader, Webcor Group

Andria Jokhtaberidze

Consultant (M A), Magticom

Rajiv Kumaraswamy

Product Manager, Schlumberger

Rodrigo Cuadra

AHS Business Development Manager, Modular Mining Systems

Anthony Schatz

Director EHS Product Regulatory, Ashland, Inc.

Miriam Manrique

Country Manager, Amba Research


Robert N. Bontempo . Faculty Director
Associate Professor of Management
Faculty Member, Executive Education

Robert N. Bontempo is a leading advisor to senior executives worldwide. He advises on the leadership of organizational change and the implementation of business strategy to such companies as Goldman Sachs, Citibank, ExxonMobil, General Electric, Sony, Boeing, Glaxo-Welcome, NASA, and Deloitte Touche, as well as government and ministry officials from The World Bank and The United Nations. He has served on the board of directors of the Michael Baker Corporation, an energy services and engineering firm with operations worldwide, since 1997.

Bontempo’s research on the role leadership plays in the effectiveness of global organizations has been published in journals in Europe, Asia, and the US. His perspectives on management have been featured in the New York Times, Wall Street Journal, and The Economist, as well as network news broadcasts. He is also a consulting editor for the Journal of Cross-Cultural Psychology. Bontempo’s recent research on international comparative management involves cultural factors in international negotiations and international differences in risk perception.

The winner of the 1994 Singhvi Prize for Scholarship in the Classroom, Bontempo teaches executives and students at Columbia Business School.

Along with Professor Bontempo, additional Columbia Business School faculty contribute to and teach in the program.

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